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| Author: | Stam, D. A. Knippenberg, D. van Wisse, B. |
| Title: | The role of regulatory fit in visionary leadership |
| Journal: | Journal of Organizational Behavior
2010 : MAY, VOL. 31:2 p. 499-518 |
| Index terms: | leadership employees motivation |
| Freeterms: | regulatory focus prevention- and promotion-appeals |
| Language: | eng |
| Abstract: | In this paper the effects of appeals that focus on preventing an undesirable situation (i.e., prevention-appeals) are investigated as well as appeals that focus on promoting a desirable situation (i.e., promotion-appeals). It is argued that the effectiveness of promotion- and prevention-appeals is contingent on follower regulatory focus. In two experiments it is indicated that prevention-appeals lead to better performance than promotion-appeals for more prevention-focused followers, while the reverse is true for more promotion-focused followers. |
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